Customized business models are critical for the success of companies that offer coupled sales and financing contracts in highly competitive markets. The aim of this article is to compare two financing solutions based on a quantitative model and to determine the solution that is advantageous for...

The purpose of this paper is to propose a service development process that is adapted to manufacturing companies and to discuss its implication for companies with a focus on product development and product sales. This paper looks at new service development (NSD) literature and argues for design...

Purpose – Brand management systems (BMSs) are of prime importance for brands to monitor effective brand management and enhance firms' performance. The existing scales take various conceptual bases and sometimes eliminate some dimensions, depending on the sector of activity. Based on praxis and...

Customer relationship management (CRM) has a growing popularity and is becoming one of the hottest academic and practical topics in the business field. In fact, due to the competitive environment, CRM is crucial and has become a niche for firm performance. However, there is limited research that...

This study investigates the impact of service quality and communication quality on relationship quality, as well as its influence on customer loyalty. Also, this study seeks to identify those intrinsic factors that best explains the structure of relationship quality construct. The conceptual...

Trade has proven to be a suitable field for introduction of scientific and technical achievements despite the fact that a large part of the transactions are (remain) customized by the seller-buyer contact. Technical progress in trade means quantitative and qualitative changes in the application...

Die Bedeutung des Servicegeschäfts der Industrieunternehmen nimmt zu und die Unternehmen wollen sich mit ihrem Serviceangebot differenzieren und Erlösmöglichkeiten ausschöpfen. Die Umsetzung gelingt den Unternehmen oft nur mittelmäßig. Dieser Artikel zeigt, mit welchen Maßnahmen...

Service organizations try to control the service behavior of employees using formal guidelines, training and instructions. However, the specific actions that are performed during the service encounters are predominantly under the discretion of the individual frontline employee. Therefore, the...

Although commercial services always accompanied the trade activities, the impact and power of these business were really felt about 3 decades ago. This paper aims to present the concept of commercial services from different points of view and to analyze various commercial business operations...

Success in human resource management (HRM) depends on the question of whether applied practices of HRM meet specific contingency factors and are appropriately configured. Using this argument, the present article examines HRM in professional service firms (PSFs) in pursuit of three objectives....